Introduction
Responsible for driving sales growth and delivering exceptional customer experiences in the enterprise software space. Works closely with customers to understand their business needs and provide tailored solutions using SAP's suite of products, including ERP, CRM, HANA, and Cloud solutions. Focuses on new business development, account management, and project delivery, ensuring seamless implementation and adoption of SAP solutions.
Your role and responsibilities
Develop and maintain strong relationships with key stakeholders at SAP
Serve as IBM's single point of contact for SAP within the assigned Geo/Territory
Collaborate with global teams to align with the MU SAP growth plans
Want more jobs like this?
Get jobs in Singapore delivered to your inbox every week.
Responsible for working with SAP and IBM Consulting teams to develop a strong collaboration roadmap
Drive seller enablement to evangelize SAP offerings within the IBM Consulting community and also within SAP
Drive joint GTM (go-to-market) campaigns, workshops to support pipeline and growth
Develop and execute growth initiatives by closely working with the SAP BDEs CAI, CE, Delivery Executives and other cross-brands team
Participate in developing and pursuit strategy and teaming approach with SAP and IBM Consulting account teams
Leverage available funding and investments to accelerate sales cycles, and sales led marketing events
Work with IBM and SAP teams to build public references, case studies
Effectively manage multiple SAP C-level and LOB relationships simultaneously
Exhibit thought leadership in IBM and SAP conversations to develop long term opportunities
Independently lead the first discussion and qualify the deal
Collaborate internally with industry Lead Account Partners to establish client relationships and identify new and add-on opportunities
Build and manage a pipeline of opportunities and drive GTM strategies and collaborative sales initiatives that aligned with our key solutions and offerings
Use your SAP knowledge to shape deals and offerings to maximise sales
Work with the IBM and SAP teams to build the right license matrix for the client
Facilitate training programs for IBM SAP Consultant to stay up to date on SAP technologies and methodologies.
Organize joint Webinars, events to showcases IBM Industry Solutions
Success is measured by the following business metrics:
Manage the IBM SAP Alliance for the Geo Territory
Quarterly signing/booking targets for the SAP business
Develop external case studies
Contribute to relationship growth, engagement and collaboration
Increased qualified pipeline build for SAP services
Win rates
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
Prior experience in Sales and/or Business Development, specifically experience in managing alliances with leading vendors
Ability to support & drive deal strategy and to help progress opportunities forward with SAP
Proven leadership capabilities and ability to navigate multiple business units in a matrix organization within IBM and SAP
Strong experience in business development and sales of consulting services within SAP
Experience with large-scale, multi-year digital transformation engagements
Demonstrated progressive business experience (preferably a blend of business and IT management consulting)
Independently lead the first discussion and qualify the deal
Well versed with SAP new technologies; S4 HANA, IBP, BPC, EHS, Hybris, SAC, Signavio, BTP
Analytical skills to evaluate market trends and adapt strategies
Speak business language instead of Technical; covering at least 2 sectors
Well connected with SAP (Sales, Pre-sales and management) team and the market for us to get leads
Effective communication and presentation skillswith the ability to manage relationships with both internal and external stakeholders including at Executive level
Well organized & a team player
ABOUT BUSINESS UNIT
IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.